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Stop Sounding Like a Self-Serving Salesperson - Click To Read Article
Most people have no idea that by trying to be "nice" they're actually sounding like all the other self-serving salespeople who are trying to reach a corporate decision maker. It's time to wake-up and learn what's not working and why. Plus, you'll learn many new strategies you can use to crack into corporate accounts.
Turning Sales Setbacks into Success - Click To Read Article
As sellers, we invariably run into obstacles that are tough to overcome. Learn what top sellers do when they encounter these challenges and how they use them as a springboard to success.
Slow Down to Speed Up Your Sales - Click To Read Article
After months of trying, you land an appointment with a major account who uses your competitor's products. Then everything starts to go wrong. They tell you everything is fine, even if they're dissatisfied with their current vendor. They rule out doing business with you if your product lacks a minor capability. Your pricing is never good enough. Or they simply thank you for the update and promise to contact you when the need arises. Sound familiar? It's the result of trying to convert long-standing vendor relationships in one sales call.
Why "Embracing Rejection" is Stupid! - Click To Read Article
Guess what happens if you embrace rejection as a part of the job and quickly move on to make the next call. You're doomed to repeat the same mistakes over and over. A rejection is a failure. It's a sales call that did not result in a desirable outcome. If you want to get better at selling, it is imperative to analyze your failures to determine if a different approach could have yielded a better outcome.
Value Creation - The New Sales Paradigm - Click To Read Article
We've entered into a new sales paradigm - and most salespeople have no idea that the rules of the game have changed. In this new sales paradigm, sellers must create business value with each and every customer interaction. That's right - value creation is what it's all about! It's the only way sellers can differentiate themselves in today's economy.
Winning the Battle of Commoditization - Click To Read Article
If you're like most sellers today, you're looking behind every little nook and cranny to find that one single area of competitive differentiation that will set you or your company apart. You may be begging your product development for something that can't be immediately replicated by other firms. You may be screaming at your marketing for help in getting qualified leads in who are ready to buy your products. Unfortunately, you're looking for salvation in all the wrong places. There is a way to consistently stand out from the crowd ... to become irresistible to prospective customers ... to command premium pricing and your competitors can't get it.
Beware! Your True Intentions are Showing - Click To Read Article
Filled with passion about their product or service, many sellers unwittingly create insurmountable obstacles that actually derail their sales efforts or delay them indefinitely. Whether you want to or not, you always communicate your intent. Prospective buyers sense it instantaneously and react accordingly. If they feel you have their best interests in mind, they're attracted to you.
Preventing Opportunity Leakage - Click To Read Article
It's a great thing when a big company is interested in buying from you. Too often though, you wait and wait to hear back from them about signing the contract. The worse thing is that the longer this goes on, the less likely it is that you can rekindle your prospect's initial excitement. And before you know it, your pending contract has evaporated into thin air as other pressing matters creep up on your prospect's radar screen.
Don't Make this Sales Mistake: Never Call Someone's Baby Ugly - Click To Read Article
Salespeople often create their own sales obstacles - even when they're intending to be helpful. Use this sales strategies and selling techniques to keep yourself in the game.
Part IV: Can LinkedIn Increase Your Sales? - Click To Read Article
Check out these resources to learn more about how you can leverage LinkedIn to build your business and increase your sales results
Are You Asking Provocative Questions - Click To Read Article
In selling, your ability to ask great questions is highly correlated with sales success. Great questions demonstrate your expertise and enhance your credibility. And, the best questions you can ask are highly provocative – ones your prospects can't possibly answer without seriously considering their business situation.
So how do you come up with provocative questions? That's what you'll discover in this article.
Sales Lessons from Dancing with the Stars - Click To Read Article
Discover the valuable sales lessons you can learn from Dancing with the Stars. You'll be amazed at their applicability to the sales profession.
Part III: Can LinkedIn Increase Your Sales? - Click To Read Article
In this third article of a 4-part series, you'll discover even more ways you can use this tool to create more opportunities, connect with decision makers and win more business. Again, real sellers and real results!
Part I: Can LinkedIn Increase Your Sales? - Click To Read Article
Wondering if social media sites like LinkedIn are worth your time & effort? If so, you've come to the right place. When you read this article, you'll discover how others leverage this unique tool to connect, create opportunities and more. Make sure to check all four articles in this series.
Making a Difference - Click To Read Article
"All customers care about today is price. It doesn't matter if your product (service) is better, lasts longer or enables them to do more things. If you don't have the lowest price, you lose."
Sound familiar? I can't tell you how many times I've heard discouraged sellers say various iterations of that quote in the past couple years.
How to Stop Losing Sales - Click To Read Article
Have you ever felt that your product or service was an absolute perfect fit for a prospective customer then found out later that you lost the business?
If you're like most sellers, you've probably been in that situation more than once. (I have!) Losing a big sale is downright painful. You may also have an overpowering urge to blame the decision makers for making a "stupid" choice or for their failure to see why they should change now.
I'd like to suggest an alternative: turn your losses into learning opportunities. Use post-mortem debriefings to figure out how you might have contributed to the lost sale. That's what top sellers do. They assume total accountability for the lost business and then try to figure out how to ensure it never happens again.
Help for Forgetful Sellers - Click To Read Article
If you need to get better organized, check out Sandy - a new virtual assistant that keeps you focused on what's important.
Part II: Can LinkedIn Increase Your Sales? - Click To Read Article
In Part II of this series, eight people share how they use LinkedIn to connect, create sales, and more. For those of you still trying to decide if it's worth your time to be on LinkedIn, it's an eye-opener. For those of you already on LinkedIn, you'll discover great strategies that you might never have thought of on your own.
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Related Businesses - Evan Elite Authors |
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Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Jill Konrath
(Visit Jill's Website)
Jill Konrath, author of "Selling to Big
Companies" helps salespeople crack into
corporate accounts and win big contracts.
She is a frequent speaker at national
sales meetings and industry events.
Her own client list is proof positive that
Jill knows exactly what she's talking
about. She's worked with such well-known
corporate giants as 3M, General Mills,
Carlson Companies, Medtronic,
UnitedHealthcare, Hilton and many others.
Jill also writes a leading on-line
newsletter that’s being read today by over
20,000 sellers from around the world. Most
recently she’s been featured in Selling
Power, Entrepreneur, The New York Times,
Sales & Marketing Excellence – and the
list goes on!
For more information:
- Visit her website at: http;//www.
sellingtobigcompanies.com
- Check out her blog at: sellingtobigcompanies.blogs.com
- eMail her at jill@sellingtobigcompanies.com
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Jill Konrath's
Complete
List Of
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If you enjoyed this article, get Jill Konrath's Complete List of Sales Articles For FREE!
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